Scale Faster with Tribble AI Autonomous Agents

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[MUSIC]

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Hello everyone and welcome to Go to Market AI,

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the future of your Go to Market tech stack.

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I'm your host Sarah McConnell.

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These days it seems like every product has AI,

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but on this show we want to go a level deeper,

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so you can see firsthand how businesses are

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actually applying AI to solve your use cases.

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We're going deep into those use cases and showing you

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live demos of the latest and greatest in AI technology.

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Today I'm joined by Sunil Rao, founder and CEO at Triple.

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Sunil, welcome. Thank you for joining us on the show today.

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>> Thanks for having me, Sarah.

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>> All right. I'm really excited.

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I will admit that I have not seen a demo of

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Triple before, but before we jump into that, I'd love to know.

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Who is Triple? What do you guys do and who are you helping in the market?

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>> Yeah. Once again, thanks for having me.

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Super excited to talk to you guys today about what we do.

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Triple is all about Go to Market automation.

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A little bit of the background of the founder and CEO and my co-founder of Ray,

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we're both ex-Silsforce employees.

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In our experience scaling teams at Salesforce,

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one of the things that we came across quite a bit was this synergy

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across Go to Market teams,

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thinking through how we bring together these new products that we're

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launching at the company and how we bring them to scale and bring them to

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customers.

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We both shared many roles at the company.

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But I think suffice to say,

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one of the biggest challenges we came across was scaling deep product knowledge

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and deep industry knowledge across the presales and Go to Market teams in the

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company.

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If we think about who Triple is meant to help,

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it's meant to help B2B companies scale their Go to Market teams.

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I think if you think about how we've built the product and how we're thinking

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about

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what it means for our customers,

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we're seeing a lot of proliferation of SaaS technology out there.

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I mean, this is no surprise to anyone.

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People have SaaS fatigue, I think,

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out there if you talk a lot of customers.

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And we're all about kissing these apps goodbye.

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We genuinely think that we are now in a new phase of how software will be

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developed.

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Just the other day, Bill Gates put this blog post out talking about how AI

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agents are the future.

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And I know you're going to hear a lot of that terminology coming up

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and people are going to start talking about it now.

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But we really believe that from day one.

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And that's how we've been building our product.

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It's about these agents that go in.

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They integrate with the systems you already have.

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They learn from your data and they take action within the tools you already

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have.

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I think that's a key point.

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Reuse what you have and maximize the utility of those things.

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That's amazing.

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And I'm so excited to now move into the demo

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because the fact that you guys are meant for Go to Market teams,

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and this is Go to Market AI,

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I can't think of a better demo to get on the shuffle.

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So that being said, Sunil, I would love to jump into the demo

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and just see what tribals all about and see your AI functionality in action.

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Excellent.

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So right before I jump in, just some context setting,

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you know, we're going to focus on one out of the multiple agents that we have.

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We'll focus on the questionnaire RFP agent.

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But in how we built out the stack, really, there's three, right?

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There's this questionnaire RFP agent.

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There's a sales engineering agent.

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We'll touch on that just briefly during the demo today.

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And we've also got this content agent for marketing,

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which we will talk about, but not be shillion.

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Often.

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Look at that.

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The beautiful document that is the RFP, beautifully colored

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and in all its full glory that every seller out there flinched a little bit.

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They saw it and just kind of, "Ugh."

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And look, you know, I've had much of these.

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I used to be a sales engineer many years ago.

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And these things, you know, they take a lot of time

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and these things are still rampant,

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whether they're in the form of actual RFPs or they are infosex,

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where, you know, you now have to provide a lot of the security

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and compliance information back to your customers

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about what your software can, can't do, etc.

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So I'm going to play the role of Daniel, who's actually one of our engineers.

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And I'm going to quickly walk through what Daniel does when one of these comes

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in at trouble.

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So, you know, he kind of opens this up.

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And typically, you know, you're working out of a Google sheet

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or you're working in some weird portal where, you know,

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the structure of these questions reveals itself as you click this two-zero

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adventure navigation.

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But regardless, the point is let's read Daniel where he lives, which is in the

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browser.

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And as a result, the first modality for this RFP questionnaire agent

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is a Chrome extension inside the browser.

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So here I've clicked this button on the top right

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and it's popped open the triple Chrome extension.

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And very quickly, you can see Daniel can see

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all of the different questionnaires or infosecs or RPs

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he's already started in his answer.

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And if I scroll down over here, I've already got one for info

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for the infosec for OpusTech.

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When I pop that open, you can see some of the questions

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that are in this document on the left that have already been sent in by Dan.

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And the intention here really is, hey, I've got all these questions.

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I now typically would have to go through these

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and maybe use some legacy software,

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which has a Q&A data bank and a whole bunch of project management stuff.

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So can I just get straight to the answer?

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Like, can't I just have this generate answers?

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And that's really what triple isn't intended to do in this scenario.

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So I'm going to very quickly select all these questions here on the left side.

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And when I come over here on the right in the panel, I can go in

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and I can add all these questions when I paste it.

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Triple immediately recognizes that there are 18 of them.

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And then I can say, look, all these questions that I just added to the system

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actually, they're all security related questions.

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So I'm going to assign them and apply it and immediately organize this.

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And then I click on generate answers and triples off to the races.

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The intention here is Daniel doesn't have to spend the time looking for answers

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Triple will generate them.

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And as they come in, Daniel can now take a look at what's come in

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and dig in to whether or not the answer is acceptable.

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So let me click over here on this first one, which is already pre-generated.

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And Daniel can quickly see, hey, there's some detailed documentation that was

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referenced.

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You can actually even see the reference numbers of the documentation here.

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Hello.

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As he reads this, if you want to understand a little bit more about where it

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came from,

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you can click on sources.

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This is actually all of our internal stock to compliance talks, right?

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Stuff that Daniel and T.

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don't like digging through in order to find an answer.

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But you can very quickly see all the different sources that were referenced

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and how they were pulled into the answer.

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And the interesting thing here, Sarah, is when you sometimes answer these

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questions,

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you might not want to generate a new answer.

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You might actually see something in an existing doc that was good enough as is.

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And in that case, you can just quickly use that answer verbatim so that you're

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not creating

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something new or deviating away from the general acceptable answer that's it.

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That's really amazing.

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I love a theme that we've seen a little bit on this show that I don't think

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actually we've

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seen enough of in all the products is the sources.

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And I love that you've built into the UX here that I can just see where that

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came from.

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So I trust what's being generated.

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I know what sourced it.

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I can go in and to your point, just select something or use that as a

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foundation.

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I also could absolutely see a use case where you find some outdated documents

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that you didn't

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even know were outdated because you see it's pulling and you're like,

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oh, I got to go change this in our systems because I forgot that this is our,

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you know, our info sec from last year, whatever it might be, our stock to from

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last year.

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So this is really, really cool.

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I love that you went there, Sarah, because that is precisely one of the first

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things

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that one of our customers brought up, which is like, hey, this is a look right.

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It's like, well, when you debug further, you realize that your documentation

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wasn't updated.

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And, you know, I've been part of good market teams for a long time, even at

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Salesforce.

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I recall how many times documents go stale, right?

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So it's like, this gives you the ability to also crowdsource the constant

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update without

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having to do these batch updates at the beginning of the year that take a lot

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of time

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as you kind of hunt and pack these things down.

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So, you know, that was one question for Daniel.

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He's got a bunch more to go.

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And as he goes through these, you know, you can kind of go in.

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And one of the things you can also do is mark them for review.

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So light workflow instead of having a heavy project management base workflow,

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really so that it's focused on getting the answers out.

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You know, one of the other things we've heard from our customers is most people

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have an SLA and turnaround time of like a week when they get one of these.

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And it's difficult to turn around if you don't have some assistance.

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So very quickly going down here, let's take a look at this question.

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Opus technology prioritized data security compliance.

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Daniel takes a look at this and he says, wait a minute,

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HIPAA compliance, we're not HIPAA compliant.

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Maybe that sets off an alarm.

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Now that this could be for any reason, either Daniel is not up to date or the

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documentation is not.

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But in this case, you know, it's probably Daniel that's not up to date.

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So he goes in and says, look, I'm going to, I'm going to provide it at eight

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here.

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Because I think that this is actually not correct.

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So I'm going to, I'm going to come in here and say, although

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we are not HIPAA compliant.

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And then this route, this part over here.

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Okay, great.

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That looks great.

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So now it's not talking about us being HIPAA compliant.

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I won't get in trouble.

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And then he hits say.

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So now you might not necessarily want people to be able to make these kind of

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modifications

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without having some sort of a checking mechanism in the background.

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Like, yeah, just overrated something in the back.

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And listening to our customers, you know, this is one of the key things where

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we really didn't

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want to rebuild workflow into the tool.

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We wanted this to be in a tool that they already live and work in.

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So with that, if I quickly slip this change over now, and now I'm going to play

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myself,

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Sunil, I'm the approver of Daniel's request.

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Oh, and look, that's a wonderful offsite from last week, the team having dinner

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But then here on the left side, I see a Q&A approval notification.

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And when I click on that, I see that that questionnaire triggered an approval

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directly

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in Slack using the workflow capability.

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So once again, it's that questionnaire agent tied into the tools that you work

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in,

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taking action, asking me for a decision.

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And then I take a look at this as a reviewer and I'm like, wait a minute, that

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doesn't sound right.

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We are HIPAA compliant.

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Why is Daniel saying this?

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So what do I do?

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Well, the beauty of it is now with the sales engineer agent,

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which is another manifestation of the RFP agent, I can add mention,

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triple directly here and say, are we HIPAA compliant?

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You know, I'm not going to call out Daniel by name, but let's see what's

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triple and understand why Daniel might be suggesting that change.

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I'm going to quickly click on reply over here and close the extension so we see

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the whole screen.

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Like, oh, okay, well, that's pretty clear.

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We've become HIPAA compliant a week ago.

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So this is very clearly documented and I have a reference over here.

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The beauty of this is this agent is not just connected to data sources,

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it's also connected to systems.

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So now I could do something like at triple how, you know, Daniel's talking to

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Opus, was it?

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So this is for Opus, heck, why do they need HIPAA?

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And this could be any kind of a question related to the data about the customer

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that may be

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locked up in another transactional system.

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In this case, you know, it's going to pull up that specific account record over

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here

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that's sitting in your external system and it's telling you the reason why,

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and this in this case, it actually took it from a notes file that was attached

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to that record.

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But what's happening here is the sales engineer agent has access to systems as

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well, not just

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the data that we fed it.

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And it can now help debug and look at the system and take action within it.

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Before I decide, hey, actually, Daniel, I reviewed your request.

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I'm going to click on this decision here, say declined.

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We are already HIPAA compliant plus C was like Opus needs this, whatever that

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case may be.

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So that's in a nutshell, the tie in of how the questionnaire agent works

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alongside

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the digital SE that's in Slack and all these things come together for our

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customers.

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So, both of it?

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So cool. So being at a mid-sized company, I still see, I'm at some of it,

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I joined when we were very much smaller.

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So I'm still in a lot of Slack channels that I don't necessarily know anything

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about.

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But a lot of times I see when we get RFPs, RSEs, we're fantastic, asking a lot

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of these security

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questions. And every once in a while, if I go into the threads, you can see how

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there's confusion.

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Like stuff changes rapidly, data security, they live in a lot of different

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systems.

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And you'll even see people kind of going back and forth in Slack about like,

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is this the right answer? Are we actually compliant here?

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And it just almost reminded me of like, you can just ask it like Google, like,

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hey,

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why do we need this? And it's going instead of that SE having to then go into

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your CRM data or into

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wherever your repository for your documents are and try to hunt this down,

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which is going to take a ton of time.

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That was so fast. And he showed that in just a couple of minutes.

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That's incredible. And I know our SEDM, no one loves an RFP. They do take a lot

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of time.

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And I have to imagine this is just speeds up that process immensely.

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Yeah, no, sir. That's spot on. I think, you know, the customers that we have

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right now,

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the business cases are very clear cut, right? It's actual amount of hours saved

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and time back.

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So those folks can focus on the more strategic conversations in the deals where

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SE should be frankly spending their time not hunting down knowledge.

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And as your team grows, that stuff starts to get really spread out.

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There's a lot of people information doesn't get passed around as easily. We're

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all virtual.

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So yeah, I see a ton of use cases here.

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Yeah. And the last thing I'll say, Sarah, is, you know, the interesting thing

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is we're at this

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precipice where all of a sudden what can happen with these tools is broaching

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what we're only was

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only restricted to the domain of humans, right? Like people could only like you

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would get hired

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into a new role at a company. You get this Google Drive of training docs put in

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front of you.

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You get three months to get onboarded and you get a bunch of SaaS licenses and

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you got to figure

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out how to weave all this stuff together. Well, what we're doing is very much

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looking at

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parts of that stack and saying SaaS licenses to different systems. Yeah, we can

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connect to those.

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We'll connect to that Google Drive or whatever the input training content is.

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We'll train the tool on that information and allow it to take actions and

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assistance.

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And I think we're going to see a lot more of that paradigm take shape.

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Yeah. Well, that's amazing that you guys are on the forefront of this. And with

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that being said,

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I would love to transition us into our lightning round Q&A section. If that's

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okay with you.

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Yeah. The first question here being how long have you been building AI into

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triple?

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So I would say like, can I give you an answer, which is negative in time?

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Because before we even started triple, I think as early back as GPT-2,

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when one of these first language models became a little bit more prevalent at

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OpenAI,

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everybody's something, I had already started playing with it and looking at use

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cases in terms

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of how we can help create content and wired into the workflows within GoTo

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Market. But joking aside,

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since day one, Sarah, I think that's one of the most amazing things of that

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this journey has been

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how we as a team are baking all this technology into everything that we do from

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day one.

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And building an AI first company is really exciting because I feel like a kid

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in a candy store

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every day, there's something new that we can incorporate to make the product

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better for our

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customers. I love asking that question to any company that has .ai as their

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domain,

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which if you're listening to this and you want to check out triple, triple.ai

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is the domain,

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because I know the answer is going to be, this has been the foundation of our

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product since day one.

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So love that. Now, what you showed in the demo today, is it generally available

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now for anyone

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if they were to go purchase triple today or tomorrow? It is. It is generally

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available today.

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You can download that Chrome extension, but it won't do you until you have an

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account.

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And one of the things that we're doing with all of our customers is spending a

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lot of time front

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thinking through how we load their information in a trusted way and integrate

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with their systems

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in order to make what we just showed you on the screen.

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Amazing. And speaking of customers, who are some of the current customers that

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are benefiting

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from Triple's AI functionality? We're very fortunate to have some awesome

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customers,

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even since the earliest of days. We're working closely with the teams over at

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UICath

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and over at OwnBackup. And a lot of companies that we're working with are in

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the software space,

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but we're also starting to work with companies and other industries as well.

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Because as you can

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see, the technology is broadly applicable, I think, especially when it comes to

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this problem.

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Amazing. Okay. Now, I love this question. What is next on your AI roadmap?

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Where are you guys

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trying to take Triple in the future? Yeah. One of the hard things to crack in

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this space, Sarah, is

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it's a data engineering problem, right? If you look at how much information is

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there within the

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enterprise, everyone is trying to solve a similar problem in the base of AI,

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which is,

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how do we make sense of all this information? How do we structure it correctly

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before we take it in

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in order to make better use of it? A lot of the work that we're doing is really

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being deliberate

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about how we think about homelessness of information, how we provide AI-

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assisted

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tooling in terms of cleaning up data before it gets into the system, and then

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also building out

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ways to measure the ongoing efficacy of the tool and allowing users to really

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see the inner

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workings. Because when you're in this world of handing off a piece of work and

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having an agent go

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complete it, you really want to see the task and what it's doing in the

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intermittent steps,

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because then you have this balancing act of trust versus the output is magical,

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but you do want

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some level of auditing. So all of these are the big questions I think of this

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space, and our roadmap

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really is aligned to, as we release new magical features, how do we make sure

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there's transparency?

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That's amazing. Okay, the very last question is, are there any other AI-powered

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products that

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your team is using in your GoToMarket tech stack that you want to give a shout

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out to?

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Absolutely. There are actually another Salesforce Ventures portfolio company

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shout out to

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Grain. We're using them since day one. You see this, you know, Sunil's note t

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aker or Ray's note

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taker pop up at every meeting that we're in. And what it's done a really good

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job of is just

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help us build this database of all the meetings that we've had. And it's been

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fantastic for

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onboarding new employees, because all of our customer conversations, everything

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that we've done,

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as we think about using them as assets for enablement, it's just been a very

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low maintenance

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way of collecting that information, but then also a high impact onboarding

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asset when we think

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about getting people up to speed on the company. So big shout out to Great. It

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's an awesome product.

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Amazing. Well, Sunil, thank you so much for joining the show. As a Salesforce

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Ventures

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company, I qualified. I love having other Salesforce Ventures and Salesforce

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backed

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and founded companies on the show, because I know you guys can just build

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really cool

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and useful products for your end users. So I love the demo. This has been

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amazing. Thank you

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so much for joining us today. Thank you for having me, Sarah.